1. Power Session 7: Open Houses
Lead Generation 36:12:3
Power Session 7:
Open Houses

2. Power Session 7 In this Power Session … Introduction Open Houses Work!
Before: Prepare and Promote
During: Build Trust and Qualify Leads
After: Follow Up!
Be The #1 Market Agent
Putting It All Together
Page 1

3. Introduction Ground Rules Arrive on time. Form groups quickly.
Power Session 7
Ground Rules
Arrive on time.
Form groups quickly.
Limit side conversations.
Turn off cell phones and pagers.
Be comfortable.
Respect time.
Respect each other.
Help each other.
Respect confidentiality.
Have fun!
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4. Introduction How You Will Learn Learning Methods Manual Classroom
Power Session 7
How You Will Learn
Learning Methods
Manual
Models/Systems
Exercises/Discussion
Stories
Classroom
PowerPoint slides
KWConnect videos
Classmates/Instructor
(continued)
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5. Accountability Feedback Loop
Introduction
Power Session 7
How You Will Learn
Accountability Methods
Lead Generation Action Plan
Accountability Partner/Program
1. Set Goals
2. Do Key Activities
3. Measure Results
4. Evaluate Process
5. Make Adjustments
Accountability Feedback Loop
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6. Introduction EXERCISE Where You Are Today Time: 10 minutes
Power Session 7
EXERCISE
Where You Are Today
Lead Generation Activities
My aha’s from these activities
The most difficult part of these activities
What I will do differently in the next 24 hours
Time: 10 minutes
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7. Introduction Why You Are Here Open Houses Turn Haven't Mets into Mets
Power Session 7
Why You Are Here
Open Houses Turn Haven't Mets into Mets
Buyers
Haven’t Mets
Leads
Mets
Sellers
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8. Introduction Arlington, Virginia
Power Session 7
“Open houses are the easiest, simplest, fastest, and cheapest way to grow your business.”
Ron Cathell
Arlington, Virginia
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9. Introduction
Power Session 7
Why You Are Here
You are here!
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10. Introduction What Will Make This a Great Training Experience Page 7
Power Session 7
What Will Make This a
Great Training Experience
Page 7

11. Open Houses Work! Question Answer
Power Session 7
Question
Are you at the open house to sell the house or pick up buyers and sellers?
Answer
You are there to do both.
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12. Open Houses Work! What buyers and sellers think about open houses
Power Session 7
What buyers and sellers think about open houses
47 Visit an Open House
7 Buyers Use Agent from the Open House
40 Buyers Leave Open House
Unrepresented or
Represented by Another Agent
100 Buyers
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13. Open Houses Work! EXERCISE Best Open House Ever!
Power Session 7
EXERCISE
Best Open House Ever!
Recount to the group the best open house you ever attended (or held).
What made it special and memorable?
If you attended, how were you treated by the agent?
If you hosted, what were the results? How many leads were generated?
Time: 10 minutes
Page 11

14. Open houses are only for new agents looking for buyers.
Open Houses Work!
Power Session 7
Myth
Open houses are only for new agents looking for buyers.
Truth
Experienced agents continue to leverage open houses to generate both buyer and seller leads.
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15. Open Houses Work! Myth Truth
Power Session 7
Myth
I don’t have any listings, so I can’t hold an open house.
Truth
Use another agent’s listing.
It’s a win-win for both of you.
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16. Open Houses Work! Myth Truth Agents “sit” open houses.
Power Session 7
Myth
Agents “sit” open houses.
Truth
Great agents “work” open houses.
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17. Open Houses Work! Sharon Ketko – “The Builder’s Wife”
Power Session 7
Sharon Ketko – “The Builder’s Wife”
5-6 homes open every Sunday
Prospecting and marketing to the open house
Results from open houses!
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18. Open Houses Work! Takeaways for Agents in the Growth Phase
Power Session 7
Takeaways for Agents in the Growth Phase
Open houses produce buyers, sellers, and referrals.
Set a goal for your open houses.
Do everything to get many people there.
Hold consistent weekend open houses.
Team up with others and hold 5-6 together.
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19. Open Houses Work!
Power Session 7
Open House Model
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20. Before: Prepare and Promote
Power Session 7
Preparing for an open house
Set open house goals.
Decide which house(s) to hold open.
Stage the house.
Prepare to build relationships.
Prepare to be the neighborhood and market expert.
Be safe!
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21. Before: Prepare and Promote
Power Session 7
Preparing for an open house
Set open house goals.
Number of leads you want to get
Number of Haven’t Mets converted to Mets
Number of buyers
Number of sellers
Percentage of attendance to number of invitations
Number of open houses you will work in given time
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22. Before: Prepare and Promote
Power Session 7
Preparing for an open house
2. Decide which house(s) to hold open.
Is the house in a high-traffic area?
Does the house have special features?
Is the house in a desirable neighborhood?
Page 17-18

23. Before: Prepare and Promote
Power Session 7
Preparing for an open house
3. Stage the house.
Does the house have curb appeal?
What do you see when you walk in the door?
Do you have a seller’s open house checklist?
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24. Before: Prepare and Promote
Power Session 7
Preparing for an open house
4. Prepare to build relationships. What questions will you ask your guests to build rapport?
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25. Before: Prepare and Promote
Power Session 7
Preparing for an open house
5. Prepare to be the neighborhood and market expert.
How will you tell the neighborhood history?
What do people really want to know?
Have you prepared an Information Packet?
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26. Before: Prepare and Promote
Power Session 7
Preparing for an open house
6. Be safe—Five tips for safety
Check rooms for “escape” routes.
Check backyard for high fences.
Check cell phone’s strength.
Notify friend to call at set time.
Walk behind guests during tour.
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27. Before: Prepare and Promote
Power Session 7
Preparing for an open house
What do buyers want to know?
What do sellers want to know?
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28. Before: Prepare and Promote
Power Session 7
Prospecting around open houses
Should I prospect, or should I market?
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29. Before: Prepare and Promote
Power Session 7
Prospecting
Proactively seeking leads
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30. Before: Prepare and Promote
Power Session 7
Todd Butzer
Regional Director
Edina, Minnesota
What are your aha’s?
How do you prospect with the neighbors before an open house?
What has worked? What hasn’t?
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31. Before: Prepare and Promote
Power Session 7
Debbie Zois
Mega Agent
Las Vegas, Nevada
What is your experience with knocking on doors?
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32. Before: Prepare and Promote
Power Session 7
Marketing
Passively attracting leads
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33. Before: Prepare and Promote
Power Session 7
The Power of Signage
Your
Listing
Competitor has dominant market share
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34. Before: Prepare and Promote
Power Session 7
The Power of Signage
Your
Listing
Now who has dominant mindshare?
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35. Before: Prepare and Promote
Power Session 7
Signage Design, What Matters?
Brand yourself.
Be sure to put your name in large print on all signs.
Goal: people will see your name over and over again!
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36. Before: Prepare and Promote
Power Session 7
Signage Placement
Open Sun. 2:00-4:00
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37. Before: Prepare and Promote
Power Session 7
Tips for Signs:
Invest in a large quantity of signs
Your name in large print
Use colorful balloons
Place 10+ signs out
Put out signs five days before open house
Ask neighbors with corner lots to place signs
Place directional signs at every turn (max. 3 turns)
Put your phone number on open house lawn sign
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38. Before: Prepare and Promote
Power Session 7
Sign Design
How would you improve these signs to make them more effective?
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39. Before: Prepare and Promote
Power Session 7
Great ideas for promoting your open houses
Local and Metropolitan Newspapers
Mail-outs
MLS system
Craigslist.com
Internet Marketing
KW Coaching and Courses
Page 33-35

40. Before: Prepare and Promote
Power Session 7
Bob O’Bryant
Top producer
Orlando, Florida
“10 Minute open houses”
Goal: to get listings
Marketing opportunity
Page 36

41. Before: Prepare and Promote
Power Session 7
Open House Checklists
Review open house checklists on pages
Page 37-38

42. During: Build Trust and Qualify Leads
Power Session 7
EXERCISE
Group Discussion
What actions can an agent take to build trust with buyers and sellers?
How does building trust affect the rapport you have with buyers and sellers?
Time: 5 minutes
Page 39

43. During: Build Trust and Qualify Leads
Power Session 7
The Trust Mindset – Consistency is Key
Have you prepared and promoted your open house with consistent high quality?
Have you internalized your scripts?
Have you written goals and an action plan for the open house?
Have you considered what your guests will be looking for?
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44. During: Build Trust and Qualify Leads
Power Session 7
Greet and Build Rapport
Look for clues for how you can meet their needs.
Find out what is motivating your guests to come to your open house.
Ask about their family and school needs.
Ask, “What, Where, Why, When and Who” questions.
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45. During: Build Trust and Qualify Leads
Power Session 7
Tour the Home
Balance your conversations.
Qualify quickly when multiple groups arrive at the same time.
Tell your guests something positive and distinctive about the home, right when they come in.
Set a positive tone!
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46. During: Build Trust and Qualify Leads
Power Session 7
The Contribution Principle
Ask your guests what market information they need.
Arrange to drop off or send the real estate information to them.
Once you contribute to their needs, then ask them to sign your guest book.
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47. During: Build Trust and Qualify Leads
Power Session 7
Ask for Business Ask for Referrals
“Would you like to buy the house?”
If not, suggest other homes in the neighborhood, or other neighborhoods that may meet their needs.
“Who do you know who might like to see this house?”
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48. During: Build Trust and Qualify Leads
Power Session 7
Thank Guests
At the end of the tour, make an appointment to see them again
Make Notes
Jot down specific information about guests
Activities when no guests are present
Make calls, send notes, , and work your database!
Page 44-45

49. During: Build Trust and Qualify Leads
Power Session 7
Nikki Ubaldini
Palm Harbor, Florida
Scripts for conversations
Why do you want to be in control of your conversations?
Page 46

50. During: Build Trust and Qualify Leads
Power Session 7
EXERCISE
Role Model Demonstration
Watch as your instructor demonstrates some of the key open house scripts in this section.
Time: 5 minutes
Page 47

51. During: Build Trust and Qualify Leads
Power Session 7
EXERCISE
Script Role-Play
Basic Open House Scripts (See pages 48-53)
Qualifying Scripts
Time: 10 minutes
Page 47

52. After: Follow Up! The One Main Action Step: Follow Up!
Power Session 7
The One Main Action Step: Follow Up!
Update your database
Follow up with seller and listing agent
Follow up with guests
Follow up with visiting agents
Page 55-56

53. After: Follow Up! Importance of follow-up with all attendees
Power Session 7
Importance of follow-up with all attendees
You guests could be:
Buyers who will buy with you
Sellers who will list with you
Haven't Mets waiting to be converted to Mets
Agents who could be recruited
Any of the above who may refer business to you
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54. Be The #1 Market Agent Chris Cormack Ashburn, Virginia Discussion
Power Session 7
Chris Cormack
Ashburn, Virginia
Discussion
What did Chris do to be the #1 Market Agent?
Why would you want to be the #1 Market Agent?
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55. Be The #1 Market Agent
Power Session 7
“The tragedy in life doesn’t lie in not reaching your goal. The tragedy lies in having no goal to reach.”
Benjamin Mays
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56. What is your goal toward becoming
Be The #1 Market Agent
Power Session 7
What is your goal toward becoming
The #1 Market Agent?
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57. Putting It All Together
Power Session 7
Power Session Aha’s
Your Lead Generation Action Plan
Open House Action Plan
Lead Generation Action Planning Worksheet
Page 59-61

58. Putting It All Together
Power Session 7
Your Lead Generation Action Plan
What are you currently doing with open houses?
What is your open house goal, by what date?
What activities will you do to ‘close the gap?’
Page 59-61

59. Putting It All Together
Power Session 7
The 3-Hour Habit
Time block 3 hours every workday before noon.
No skipping. If you must erase, then you must replace.
Allow no interruptions (unless they truly are emergencies).
Page 62-64

60. Thank You for Being Here!
Don’t forget your evaluations!